In sales when a potential client/prospect meets you he will decide in 3 minutes whether he likes you enough to continue the conversation. Sales are about building relationships. People buy from you because they like you and trust you and part of that is how they see your image as you represent the product you are selling. Most of our success is to get along with other people and the quality of our relationships. The prospect wants to know you have authority, professionalism and high standards. Style is important because not only does it make a difference to people’s perception of you but it alters how you feel about yourself. Studies have shown that on meeting a person, they are judged 55% on appearance, 38% body language, and only 7% on the words they say.
We are all different and we will have an individual style, even when you wear a uniform the individual style comes out in some way it may be the hair, our stance or the way we hold ourselves. It’s about getting the respect and power showing that you are able to influence and have confidence.
There are 5 criteria to look at when deciding which image is appropriate for you to get the best results:
1. Who is my Avatar/prospect/client?
2. Who do I need to be so I reflect the product I am selling?
3. What is the character I am playing to get this avatar/prospect/client to relate to me?
4. How will I build rapport with this prospect?
5. What research do I need to do before visiting this prospect so I may reflect all of the above?
Once you have answered these questions you may go ahead and decide how to dress and what image you will portray. By dressing for success you have taken the first step towards becoming a success. Style comes from within we all have our innate way that we want the world to see us. This is great if your style is congruent with your market. If your love piecing, tattoos and quirky clothing. Then you need to decide whether you are living congruently with your purpose.
Go ahead look at your wardrobe are you dressing to get the results you want and to be seen as an expert in your field. Is it in line with your Prospect.
Sunday, August 8, 2010
Saturday, July 24, 2010
ANTS THE 4 PART PHILOSOPHY
Today I heard a great story about Ants and their 4 part philosophy as I read through I thought to myself that we could learn some important lessons from these tiny creatures.
1. Ants never quit If they’re headed somewhere and you try to stop them they will look the other way. They will climb over, under or around. They keep looking for another way.
Lesson: To always look for another way to get to where you want to go, never give up.
2. Ants think winter all summer. Don’t be naive and believe summer will last forever. Ants start to gather their food for winter in the middle of summer. Think rocks as you enjoy the sun and sand.
Lesson: It’s important to be realistic. Think ahead.
3. Ants think summer all winter. They remind themselves that the winter will not last; we’ll soon be out of here. First warm day they’re out. If it gets cold they dive down again the next warm day they are out again.
Lesson: Stay positive at all times.
4. All that you possibly can. How much will the ant gather for during the summer for winter? All he possibly can!!
Lesson: Do all you can...and more!!!
So when we sum up the 4 part Philosophy
1. Never give up 2. Look Ahead 3. Stay positive 4. Do all you can?
“Don’t be encumbered by history go out and do something wonderful”. Robert Noyce.
So when you read this what can you take from this story, what changes can you make to your mindset, day to day things you do, how will you make a positive change to allow this philosophy to start to work for you?
There are many questions in that last sentence. What is important is that you think about the ants, their philosophy and that we should learn from all creatures’ great and small.
1. Ants never quit If they’re headed somewhere and you try to stop them they will look the other way. They will climb over, under or around. They keep looking for another way.
Lesson: To always look for another way to get to where you want to go, never give up.
2. Ants think winter all summer. Don’t be naive and believe summer will last forever. Ants start to gather their food for winter in the middle of summer. Think rocks as you enjoy the sun and sand.
Lesson: It’s important to be realistic. Think ahead.
3. Ants think summer all winter. They remind themselves that the winter will not last; we’ll soon be out of here. First warm day they’re out. If it gets cold they dive down again the next warm day they are out again.
Lesson: Stay positive at all times.
4. All that you possibly can. How much will the ant gather for during the summer for winter? All he possibly can!!
Lesson: Do all you can...and more!!!
So when we sum up the 4 part Philosophy
1. Never give up 2. Look Ahead 3. Stay positive 4. Do all you can?
“Don’t be encumbered by history go out and do something wonderful”. Robert Noyce.
So when you read this what can you take from this story, what changes can you make to your mindset, day to day things you do, how will you make a positive change to allow this philosophy to start to work for you?
There are many questions in that last sentence. What is important is that you think about the ants, their philosophy and that we should learn from all creatures’ great and small.
Sunday, July 4, 2010
Time... Where Does It Go!!!
We all have the same amount of hours in the day. What do you do with yours? Do you invest in the busy-ness of what comes along or do you plan the day based around the things that truly matter?
Start by Decluttering your life, decide what's important to you right now. Get rid of the things in your life that waste time for eg too much TV, x-box and computer games.
Once you have worked out what your dreams are and how you want your life to be there are some questions to ask yourself?
1. How much time do you waste watching/playing TV, video games etc?
2. Which friends/family are drainers and timewasters and you can elliminate?
3.How can you use your time more effectively to do the activities that create health, wealth or whatever you have chosen?
4.How much time will I spend focussing on my goals and dreams and what I need to do to achieve them?
Once you have answered these questions and spent time writing your goals and dream, then it's time to write your 30,60,90 day goals and take it even further and break them down to daily and weekly goals.
Always remember Richard Branson has the same amount of hours you do he just uses his
more effectively. It's the 80/20 rule 20 per cent of your activities should produce 80 per cent of the results.
Start by Decluttering your life, decide what's important to you right now. Get rid of the things in your life that waste time for eg too much TV, x-box and computer games.
Once you have worked out what your dreams are and how you want your life to be there are some questions to ask yourself?
1. How much time do you waste watching/playing TV, video games etc?
2. Which friends/family are drainers and timewasters and you can elliminate?
3.How can you use your time more effectively to do the activities that create health, wealth or whatever you have chosen?
4.How much time will I spend focussing on my goals and dreams and what I need to do to achieve them?
Once you have answered these questions and spent time writing your goals and dream, then it's time to write your 30,60,90 day goals and take it even further and break them down to daily and weekly goals.
Always remember Richard Branson has the same amount of hours you do he just uses his
more effectively. It's the 80/20 rule 20 per cent of your activities should produce 80 per cent of the results.
Tuesday, June 1, 2010
The presentation secrets of Steve jobs vs. everyday selling
Today I was reading an article from Seeds of Success enzine discussing the above SJ presentation secrets.
Really is it any different from the presentation secrets that any salesperson should employ.
Let’s look at each step closely
1. Deliver a story or statement that arouses the audience’s interest.
When a customer enters your store start the conversation make it interesting, non confrontational, light hearted and get them to feel comfortable. This is the first step to building the relationship.
2. Pose a problem or question that has to be solved or answered.
The customer usually comes into your store with a problem that they want you to solve. This step is very important you must listen to the problem, ask fact finding questions and show the customer you care.
3. Offer a solution to the problem you raised.
Once you have the required information show them the product. This product will solve all their problems and more.
4. Describe specific benefits for adopting the course of action set forth in your solution.
Discuss features and benefits based on the answers in step 2. Show them how it will solve their problem. Be Knowledgeable about your product be confident and believe in yourself and your product.
5. State a call to action for Steve it’s as simple as saying “Now go out and buy one”.
Once you know they have all the necessary information, they like you and trust you go ahead and ask” Would you like to pay by cash or card today?”
So when you look at this all broken up how does it really differ go out today and action these steps and I would love to hear how you go, drop me a line.
Really is it any different from the presentation secrets that any salesperson should employ.
Let’s look at each step closely
1. Deliver a story or statement that arouses the audience’s interest.
When a customer enters your store start the conversation make it interesting, non confrontational, light hearted and get them to feel comfortable. This is the first step to building the relationship.
2. Pose a problem or question that has to be solved or answered.
The customer usually comes into your store with a problem that they want you to solve. This step is very important you must listen to the problem, ask fact finding questions and show the customer you care.
3. Offer a solution to the problem you raised.
Once you have the required information show them the product. This product will solve all their problems and more.
4. Describe specific benefits for adopting the course of action set forth in your solution.
Discuss features and benefits based on the answers in step 2. Show them how it will solve their problem. Be Knowledgeable about your product be confident and believe in yourself and your product.
5. State a call to action for Steve it’s as simple as saying “Now go out and buy one”.
Once you know they have all the necessary information, they like you and trust you go ahead and ask” Would you like to pay by cash or card today?”
So when you look at this all broken up how does it really differ go out today and action these steps and I would love to hear how you go, drop me a line.
Lifes Purpose
Do you just go through life with no purpose? just get out of bed hope the day turns out okay nobody bothers you. Get home if its been an easy day it's been a good day, dinner, watch some TV and go to bed then start the day over the next morning.
Well you would be like most people.
Could your life be better if there was a purpose a reason you got out of bed, went to work at a place of your choice and throughout the day you were full filling your life's purpose. How much self satisfaction would you feel, because you knew there was a difference to be made.
What does it mean to have life purpose,its the reason you exist,You have clarity you make a difference and you leave the world a better place. Give it a try:
Take a sheet of paper, put a heading MY LIFE PURPOSE, Why were you put on this earth? (apart from to make your parents life hell)What difference can you make?
Write the first 3 things that come into your mind, sit with them how do they make you feel, are you emotional, do they make you feel good deep down inside, do you feel like crying? If not start again (unless your not the emotional type and you quite like what you've written).
Would love to know how you go.
Well you would be like most people.
Could your life be better if there was a purpose a reason you got out of bed, went to work at a place of your choice and throughout the day you were full filling your life's purpose. How much self satisfaction would you feel, because you knew there was a difference to be made.
What does it mean to have life purpose,its the reason you exist,You have clarity you make a difference and you leave the world a better place. Give it a try:
Take a sheet of paper, put a heading MY LIFE PURPOSE, Why were you put on this earth? (apart from to make your parents life hell)What difference can you make?
Write the first 3 things that come into your mind, sit with them how do they make you feel, are you emotional, do they make you feel good deep down inside, do you feel like crying? If not start again (unless your not the emotional type and you quite like what you've written).
Would love to know how you go.
Sunday, May 23, 2010
"The greatest Leaders Don't Rule They Inspire"
Lead the team and the team will follow. Earn respect with your actions and your words. Reach goals by coaching employees to reach their peak performance. Be positive, enthusiastic, supportive, trusting, respectful and patient.
As an effective laeder get the workers what they need to do their jobs well, it may be tools, time, instruction, answers to questions, and protection from outside interference.
Respect them, respect their rights as employees and human beings. Its important to work with them, you are all part of a team if they do well you do well.
Everyone has a need to achieve, they want to learn and they want to contribute to the end result. Everyone wants to be challenged, when handing out tasks match the person to the job and most importantly stretch them sometimes they may need guidance its about the journey they take thats were the learnings are.
Create an atmosphere which encourages staff to share ideas, the greatest leaders listen and ask great quality questions. its okay to sometimes get it wrong admit to the mistake, fix it and learn from it. You don't have to always get it right you need to look like your human.
Most importantly have FUN.
As an effective laeder get the workers what they need to do their jobs well, it may be tools, time, instruction, answers to questions, and protection from outside interference.
Respect them, respect their rights as employees and human beings. Its important to work with them, you are all part of a team if they do well you do well.
Everyone has a need to achieve, they want to learn and they want to contribute to the end result. Everyone wants to be challenged, when handing out tasks match the person to the job and most importantly stretch them sometimes they may need guidance its about the journey they take thats were the learnings are.
Create an atmosphere which encourages staff to share ideas, the greatest leaders listen and ask great quality questions. its okay to sometimes get it wrong admit to the mistake, fix it and learn from it. You don't have to always get it right you need to look like your human.
Most importantly have FUN.
Tuesday, May 18, 2010
The Power of Attitude: by Chuck Swindoll
The longer I live, the more I realize the impact of attitude on life, Attitude, to me, is more important than education, than money, than circumstances, than failures, than successes, than what other people think or say or do. it is more important than appearance, giftedness or scale. it will make or break a company....a church..a home.The remarkable thing is we have a choice every day regarding the attitude we embrace for that day. We cannot change our past...we cannot change the fact that people act in a certain way. we cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude...I am convinced that life is 10 percent what happens to me and 90 percent how I react to it, and so it is with you...We are in charge of our attitudes.
I am glad I read this last night it made me realize that we can sometimes get caught up in the politics of life and other peoples stories etc. As long as we learn from the things that happen to us in our work and our private lives we move forward with greater knowledge and forgiveness for others misgivings.Life is full of lessons "Learn and Grow" and most importantly have people around you who are nurturing, loving and fun.
I am glad I read this last night it made me realize that we can sometimes get caught up in the politics of life and other peoples stories etc. As long as we learn from the things that happen to us in our work and our private lives we move forward with greater knowledge and forgiveness for others misgivings.Life is full of lessons "Learn and Grow" and most importantly have people around you who are nurturing, loving and fun.
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